IDEAS home Printed from https://ideas.repec.org/p/ebg/iesewp/d-0540.html
   My bibliography  Save this paper

Internationalization via strategic alliances in family businesses

Author

Listed:
  • Gallo, Miguel A.

    (IESE Business School)

  • Ariño, Africa

    (IESE Business School)

  • Mañez, Isabel

    (University of Valencia)

  • Cappuyns, Kristin

    (IESE Business School)

Abstract

It has been observed in previous studies that certain characteristics of family businesses may impede internationalization. These characteristics include the concentration of decision-making in the hands of a single shareholder or small group of shareholders, delays in the succession process, aversion to internationalization, etc. Despite these obstacles, a large number of family businesses have chosen to internationalize as a means of revitalizing themselves. The results of the study reported here indicate three important pre-requisites for family businesses that are seriously considering internationalization as an aid to growth: they need to have a market-leading product, adequate financial resources, and a suitable organizational structure. Apart from these preliminary conditions, the example of the family businesses studied here demonstrates that success in forming and developing strategic alliances for internationalization also leads to: 1) an enhanced ability to manage in contexts in which objectives are not necessarily shared; 2) stronger personal preferences for the use of alliances; and 3) a deeper trust in the partner organization. The most interesting result of this study is that, contradicting previous literature in the family business field, it shows that family firms' intrinsic characteristics are not the real barrier to internationalization. Rather, the most powerful determinant of successful internationalization appears to be the owner-manager's personal commitment to the long-term survival of the family business.

Suggested Citation

  • Gallo, Miguel A. & Ariño, Africa & Mañez, Isabel & Cappuyns, Kristin, 2004. "Internationalization via strategic alliances in family businesses," IESE Research Papers D/540, IESE Business School.
    • Handle: RePEc:ebg:iesewp:d-0540
    as

    Download full text from publisher

    File URL: http://www.iese.edu/research/pdfs/DI-0540-E.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Malone, Stewart & Jenster, Per, 1991. "Resting on your laurels: The plateauing of the owner-manager," European Management Journal, Elsevier, vol. 9(4), pages 412-418, December.
    2. J Michael Geringer, 1991. "Strategic Determinants of Partner Selection Criteria in International Joint Ventures," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 22(1), pages 41-62, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Suveera Gill & Parmjit Kaur, 2015. "Family Involvement in Business and Financial Performance: A Panel Data Analysis," Vikalpa: The Journal for Decision Makers, , vol. 40(4), pages 395-420, December.
    2. Andrea Calabrò & Emiliano Di Carlo, 2009. "The Role of IPO in Internationalization Process of Family Business. The Italian Case of the Burani Family. Is it a Black Swan?," DSI Essays Series, DSI - Dipartimento di Studi sull'Impresa, vol. 9.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Buckley, Peter J. & Cross, Adam & De Mattos, Claudio, 2015. "The principle of congruity in the analysis of international business cooperation," International Business Review, Elsevier, vol. 24(6), pages 1048-1060.
    2. Gianluca Marchi & Giuseppe Nardin, 2014. "Alleanze internazionali e mercati emergenti: l?esperienza del distretto ceramico di Sassuolo," ECONOMIA E SOCIET? REGIONALE, FrancoAngeli Editore, vol. 2014(2), pages 44-54.
    3. Ziggers, Gerrit Willem & Tjemkes, Brian, 2010. "Dynamics in Inter‐Firm Collaboration: The Impact of Alliance Capabilities on Performance," International Journal on Food System Dynamics, International Center for Management, Communication, and Research, vol. 1(2), pages 1-16.
    4. Teis Hansen, 2014. "Juggling with Proximity and Distance: Collaborative Innovation Projects in the Danish Cleantech Industry," Economic Geography, Taylor & Francis Journals, vol. 90(4), pages 375-402, October.
    5. Iavor Marangozov, 2005. "From Practice to Theory of the International Joint Ventures," Economic Studies journal, Bulgarian Academy of Sciences - Economic Research Institute, issue 2, pages 44-77.
    6. Emilio Bellini & Giuseppe Piroli & Luca Pennacchio, 2019. "Collaborative know-how and trust in university–industry collaborations: empirical evidence from ICT firms," The Journal of Technology Transfer, Springer, vol. 44(6), pages 1939-1963, December.
    7. Per Erik Eriksson & Ossi Pesamaa, 2007. "Modelling procurement effects on cooperation," Construction Management and Economics, Taylor & Francis Journals, vol. 25(8), pages 893-901.
    8. John Child & Yanni Yan, 2003. "Predicting the Performance of International Joint Ventures: An Investigation in China," Journal of Management Studies, Wiley Blackwell, vol. 40(2), pages 283-320, March.
    9. Sami Basly, 2005. "Internationalization of family firms in a knowledge-based view," Post-Print halshs-00168486, HAL.
    10. Cuypers, I.R.P., 2009. "Essays on equity joint ventures, uncertainty and experience," Other publications TiSEM 8dc79e86-c625-467f-a450-8, Tilburg University, School of Economics and Management.
    11. Beck, John C. & Larsen, Alan B. & Pinegar, J. Michael, 1996. "The wealth effects of non-equity alliances The U.S.-Japanese licensing experience," Pacific-Basin Finance Journal, Elsevier, vol. 4(4), pages 393-408, December.
    12. Henri C. Dekker & Alexandra Van den Abbeele, 2010. "Organizational Learning and Interfirm Control: The Effects of Partner Search and Prior Exchange Experiences," Organization Science, INFORMS, vol. 21(6), pages 1233-1250, December.
    13. Jane Lu & Xufei Ma, 2015. "Partner resource asymmetry and IJV survival," Asia Pacific Journal of Management, Springer, vol. 32(4), pages 1039-1064, December.
    14. Alexandru Ionut ROJA & Alexandru Marian NASTASE, 2012. "Perspectives and Distinctive Particularities of Collaborative Networks," REVISTA DE MANAGEMENT COMPARAT INTERNATIONAL/REVIEW OF INTERNATIONAL COMPARATIVE MANAGEMENT, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 13(4), pages 501-510, October.
    15. Griffith, David A., 2011. "Insights into gaining access to export financing: Understanding export lenders' ideal exporter profile," Journal of World Business, Elsevier, vol. 46(1), pages 84-92, January.
    16. Supphellen, Magne & Haugland, Sven A. & Korneliussen, Tor, 2002. "SMBs in search of international strategic alliances: Perceived importance of personal information sources," Journal of Business Research, Elsevier, vol. 55(9), pages 785-795, September.
    17. Simon J. D. Schillebeeckx & Sankalp Chaturvedi & Gerard George & Zella King, 2016. "What do i want? The effects of individual aspiration and relational capability on collaboration preferences," Strategic Management Journal, Wiley Blackwell, vol. 37(7), pages 1493-1506, July.
    18. Hanvanich, Sangphet & Çavusgil, S. Tamer, 2001. "Stock market reactions to international joint venture announcement: an event analysis," International Business Review, Elsevier, vol. 10(2), pages 139-154, April.
    19. Jiang, Kun & Keller, Wolfgang & Qiu, Larry D. & Ridley, William, 2024. "International joint ventures and internal technology transfer vs. external technology spillovers: Evidence from China," Journal of International Economics, Elsevier, vol. 150(C).
    20. Cruijssen, Frans & Cools, Martine & Dullaert, W., 2007. "Horizontal cooperation in logistics: opportunities and impediments," Other publications TiSEM ab29fad8-1faf-422b-826e-0, Tilburg University, School of Economics and Management.

    More about this item

    Keywords

    family business; strategic alliances; internationalization; emerging economies;
    All these keywords.

    NEP fields

    This paper has been announced in the following NEP Reports:

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ebg:iesewp:d-0540. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Noelia Romero (email available below). General contact details of provider: https://edirc.repec.org/data/ienaves.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.